Showroom or Store?
Are Your Stores
Displaying Products?
or Delivering $olutions!
For Consumer Electronics & Appliance Retailers,
the game has changed.
The product focused "Feature-Benefit" sales strategy that has driven our sales presentations for decades is failing because it no longer addresses the needs and motivations of the vast majority of customers who visit retail stores today.
This product focused "salesperson as expert" approach made sense when customers saw stores as their only source of product information. Today’s shoppers are far more likely to research features, specifications and user feedback online and go to stores either for hands-on experience or for product delivery. An hour’s online research can often provide shoppers with more accurate product information than they can get from the vast majority of sales clerks.
Technological savvy still matters, but the primary value of retail selling has shifted; and effective store engagement strategy must shift as well. Instead of starting with products & technology, today’s sales consultants add maximum value by focusing first on their customers and their motivations. Sales success comes from collaborating with customers rather than competing with them. This means identifying where they are in the buying process and providing the support they need to drive it forward.
Starting with needs instead of products provides each customer with an individualized perspective they cannot find on the internet; and provides opportunities for sales consultants to fill additional needs and convert far more sales.
Consumer Electronics University works with Electronics and Appliance retailers and manufacturers to develop new sales strategies and training that starts and ends with the customer, not the product.
For retailers, these strategies provide for consistent customer focused presentations that maximize both sales and customer retention.
For manufacturers, we work with you to develop and train your team to present your products so that they align with each of your selling channel's specific goals and capabilities to drive sell through.
C.E.U. is committed to helping our retail, distributor, and manufacturing partners do more with less by challenging our teams, our business partners and ourselves. We will work with you to create skill building programs that best meet your needs and resources.
Displaying Products?
or Delivering $olutions!
For Consumer Electronics & Appliance Retailers,
the game has changed.
The product focused "Feature-Benefit" sales strategy that has driven our sales presentations for decades is failing because it no longer addresses the needs and motivations of the vast majority of customers who visit retail stores today.
This product focused "salesperson as expert" approach made sense when customers saw stores as their only source of product information. Today’s shoppers are far more likely to research features, specifications and user feedback online and go to stores either for hands-on experience or for product delivery. An hour’s online research can often provide shoppers with more accurate product information than they can get from the vast majority of sales clerks.
Technological savvy still matters, but the primary value of retail selling has shifted; and effective store engagement strategy must shift as well. Instead of starting with products & technology, today’s sales consultants add maximum value by focusing first on their customers and their motivations. Sales success comes from collaborating with customers rather than competing with them. This means identifying where they are in the buying process and providing the support they need to drive it forward.
Starting with needs instead of products provides each customer with an individualized perspective they cannot find on the internet; and provides opportunities for sales consultants to fill additional needs and convert far more sales.
Consumer Electronics University works with Electronics and Appliance retailers and manufacturers to develop new sales strategies and training that starts and ends with the customer, not the product.
For retailers, these strategies provide for consistent customer focused presentations that maximize both sales and customer retention.
For manufacturers, we work with you to develop and train your team to present your products so that they align with each of your selling channel's specific goals and capabilities to drive sell through.
C.E.U. is committed to helping our retail, distributor, and manufacturing partners do more with less by challenging our teams, our business partners and ourselves. We will work with you to create skill building programs that best meet your needs and resources.
Contact us for a no-obligation consultation to determine how we can collaborate to build your success.
Featured In:
The New Art of Selling
- Tim Ryan on 21st Century Sales Strategy
"In challenging times; establishing, defending and growing a loyal customer base becomes our primary sales goal. Every customer interaction must serve to start, maintain or leverage client relationships. This means shifting our presentations away from features and technology discussions and our traditional role as product experts; to a 21st Century strategy that diagnoses and solves real problems in our new role as trusted solution partners."
Consumer Electronics Association Training Mark of Excellence Finalist:
On-Q/Legrand's Lifestyle Sales Training Program, developed in partnership with CEU has been named a CEA Mark of Excellence Finalist in the training & support category. On-Q's Lifestyle Sales Training Program focuses on effective solution-selling processes and techniques for builders & installers.
Congratulations to On-Q/Legrand on a job well done.
On-Q/Legrand's Lifestyle Sales Training Program, developed in partnership with CEU has been named a CEA Mark of Excellence Finalist in the training & support category. On-Q's Lifestyle Sales Training Program focuses on effective solution-selling processes and techniques for builders & installers.
Congratulations to On-Q/Legrand on a job well done.
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